Does software development feel like a leap into the unknown for your company? Here’s how to make it a confident step forward!

For many industrial companies, the idea of building custom software – whether it’s a digital sales tool, a product configurator, or a smarter quoting process – feels like stepping off a ledge. You know there’s value somewhere on the other side, but getting there feels uncertain, risky, and far outside your team’s comfort zone.

a wooden staircase leading up a hill

That hesitation is understandable. If software development isn’t part of your daily operations, it can seem abstract and overwhelming. And when you’re already dealing with complex sales cycles, specialised products, and deeply ingrained processes, the last thing you want is to add complexity just for the sake of “going digital.”

But here’s the good news: building the right software doesn’t require a giant leap. In fact, the most effective approach is the opposite: a series of small, confident steps. Here's what we recommend.

1. Focus on the most valuable opportunity first

One common misconception about software projects is that you need a full roadmap before you can get started. But the truth is, most successful digital tools don’t begin with a detailed plan for everything. They start by identifying a single high-value opportunity, something you can improve quickly and meaningfully.

That might be:

  • helping customers understand a complex product portfolio so they can make confident buying decisions faster
  • making it easier for sales reps to upsell or cross-sell by surfacing relevant add-on options at the right moment
  • providing distributors or resellers with instant quoting tools so they can close deals independently
  • offering customers a way to simulate their product use-case or environment, creating a compelling reason to buy

By zooming in on one customer pain point with strong revenue potential, you can start seeing value early without committing to a massive transformation.

2. Move in small steps with real, usable results

The most reliable way to reduce risk in software development is to work in small steps with a focused team. Deliver something early, learn from real use, then adjust.

This approach does not only keep costs under control, it also:

  • provides faster feedback so you can use real outcomes to steer next steps
  • reduces the risk of building the wrong thing
  • builds trust and clarity within your organisation

Unlike your hardware products, software can easily be adapted and reshaped to meet changing needs and opportunities. You don’t need to get everything perfect the first time, you just need a first version that allows you to learn, adapt, and continuously improve. Think of it like building a prototype that actually works, ­and evolves with your input.

3. Combine business knowledge with excellent software skills

Many companies worry that they don’t have enough internal experience to guide a software project. But you don’t need to be a digital expert. You already have the most important ingredient: deep knowledge of your business, your products, and your customers.

The key is finding a partner who can work closely with you to turn your business needs into practical software solutions. There’s a big difference between someone who builds what you ask for, and someone who helps you figure out what to build. Look for someone who:

  • listens closely
  • asks smart questions
  • speaks your language
  • cares about your business (almost) as much as you do
  • dares to make bold suggestions

A full-service software partner acts more like an extension of your team than an outsourced partner. They understand manufacturing complexity, can manage both front-end usability and back-end integration (including security), and can adapt as your needs evolve.

4. Stay in control of your solution and avoid lock‑in

One of the hidden risks in many software projects are dependencies that limit you: on specific platforms, tools, or consultants. It’s easy to end up with a solution that works, but only as long as you keep paying the people who built it.

That’s why it’s important to build for independence from the start. You want software that’s yours to keep, simple to maintain, and well-documented enough that you can choose how to grow it (and with whom) in the future.

Good partners design for a smooth transfer of responsibility, they don’t trap you in their ecosystem.

The bottom line: software doesn’t have to be a gamble

Digital tools can absolutely improve how you sell complex products. You don’t need to bet big to get started. The right approach – and the right partner – will help you:

  • focus on the most valuable opportunity first
  • move in small steps with real, usable results
  • combine business knowledge with excellent software skills
  • stay in control of your solution and avoid lock-in

And perhaps most importantly: they’ll make software development feel a bit less like a leap into the unknown, and a lot more like a smart, manageable business decision.

/Per Rovegård, CTO & Consultant

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